The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

5 out of 5 stars

insightful

By
Adam Hourani
on
03-06-17

Summary of Mathew Dixon and Brent Adamson's The Challenger Sale

By:
Sumoreads

Narrated by:
Michael London Anglado

Length: 27 mins

Unabridged

Overall

4 out of 5 stars
23

Performance

4.5 out of 5 stars
18

Story

4.5 out of 5 stars
18

Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell. This SUMOREADS Summary & Analysis offers supplementary material to The Challenger Sale to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes!

5 out of 5 stars

Possibly Better than the Full Book

By
Spencer
on
05-24-18

SPIN Selling

Situation Problem Implication Need-Payoff

By:
Neil Rackham

Narrated by:
Eli Woods

Length: 6 hrs and 12 mins

Unabridged

Overall

4.5 out of 5 stars
1,004

Performance

4.5 out of 5 stars
870

Story

4.5 out of 5 stars
863

Written by Neil Rackham, former president and founder of Huthwaite corporation,
SPIN Selling is essential listening for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

5 out of 5 stars

lays it out visually. you don't need to take notes

By
Kalia
on
04-16-16

Sales EQ

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

By:
Jeb Blount

Narrated by:
Jeb Blount

Length: 9 hrs and 2 mins

Unabridged

Overall

5 out of 5 stars
619

Performance

5 out of 5 stars
545

Story

4.5 out of 5 stars
541

The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.

5 out of 5 stars

Effective Approach to EQ Sales Mastery

By
Joe
on
07-20-17

New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development

By:
Mike Weinberg

Narrated by:
Mike Weinberg

Length: 8 hrs and 2 mins

Unabridged

Overall

5 out of 5 stars
421

Performance

5 out of 5 stars
373

Story

5 out of 5 stars
364

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals.
New Sales. Simplified. is the answer.

5 out of 5 stars

Now read by the author!

By
Ryan
on
07-09-17

Fanatical Prospecting

The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

By:
Jeb Blount

Narrated by:
Jeb Blount,
Jeremy Arthur

Length: 8 hrs and 21 mins

Unabridged

Overall

4.5 out of 5 stars
3,135

Performance

5 out of 5 stars
2,788

Story

4.5 out of 5 stars
2,751

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect.

5 out of 5 stars

This book is pure sales GOLD!

By
Darius
on
08-20-16

The Challenger Customer

Selling to the Hidden Influencer Who Can Multiply Your Results

By:
Brent Adamson,
Matthew Dixon,
Pat Spenner,
and others

Narrated by:
Steve Kramer

Length: 8 hrs and 40 mins

Unabridged

Overall

4.5 out of 5 stars
240

Performance

4.5 out of 5 stars
209

Story

4.5 out of 5 stars
206

The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

5 out of 5 stars

insightful

By
Adam Hourani
on
03-06-17

Summary of Mathew Dixon and Brent Adamson's The Challenger Sale

By:
Sumoreads

Narrated by:
Michael London Anglado

Length: 27 mins

Unabridged

Overall

4 out of 5 stars
23

Performance

4.5 out of 5 stars
18

Story

4.5 out of 5 stars
18

Matthew Dixon and Brent Adamson's insightful book, The Challenger Sale: Taking Control of the Customer Conversation offers the results of their research on thousands of sales reps and the best way to sell. This SUMOREADS Summary & Analysis offers supplementary material to The Challenger Sale to help you distill the key takeaways, review the book's content, and further understand the writing style and overall themes from an editorial perspective. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not this book is for you, SUMOREADS Summary & Analysis is here to help. Absorb everything you need to know in under 20 minutes!

5 out of 5 stars

Possibly Better than the Full Book

By
Spencer
on
05-24-18

SPIN Selling

Situation Problem Implication Need-Payoff

By:
Neil Rackham

Narrated by:
Eli Woods

Length: 6 hrs and 12 mins

Unabridged

Overall

4.5 out of 5 stars
1,004

Performance

4.5 out of 5 stars
870

Story

4.5 out of 5 stars
863

Written by Neil Rackham, former president and founder of Huthwaite corporation,
SPIN Selling is essential listening for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

5 out of 5 stars

lays it out visually. you don't need to take notes

By
Kalia
on
04-16-16

Sales EQ

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

By:
Jeb Blount

Narrated by:
Jeb Blount

Length: 9 hrs and 2 mins

Unabridged

Overall

5 out of 5 stars
619

Performance

5 out of 5 stars
545

Story

4.5 out of 5 stars
541

The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.

5 out of 5 stars

Effective Approach to EQ Sales Mastery

By
Joe
on
07-20-17

New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development

By:
Mike Weinberg

Narrated by:
Mike Weinberg

Length: 8 hrs and 2 mins

Unabridged

Overall

5 out of 5 stars
421

Performance

5 out of 5 stars
373

Story

5 out of 5 stars
364

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals.
New Sales. Simplified. is the answer.

5 out of 5 stars

Now read by the author!

By
Ryan
on
07-09-17

Fanatical Prospecting

The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

By:
Jeb Blount

Narrated by:
Jeb Blount,
Jeremy Arthur

Length: 8 hrs and 21 mins

Unabridged

Overall

4.5 out of 5 stars
3,135

Performance

5 out of 5 stars
2,788

Story

4.5 out of 5 stars
2,751

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect.

5 out of 5 stars

This book is pure sales GOLD!

By
Darius
on
08-20-16

Analysis of Brent Adamson & Matthew Dixon's The Challenger Customer

Includes Key Takeaways & Review

By:
Sumoreads

Narrated by:
Michael London Anglado

Length: 40 mins

Unabridged

Overall

3 out of 5 stars
1

Performance

3 out of 5 stars
1

Story

3 out of 5 stars
1

This Sumoreads analysis offers supplementary material to The Challenger Customer to help you distill the key takeaways, review the book's content, and offers insight into the writing style and overall themes. Whether you'd like to supplement your understanding, refresh your memory, or simply decide whether or not this book is for you, we're here to help. Absorb everything you need to know in less than 45 minutes.

Sales Management. Simplified

The Straight Truth About Getting Exceptional Results from Your Sales Team

By:
Mike Weinberg

Narrated by:
L. J. Ganser

Length: 6 hrs and 57 mins

Unabridged

Overall

4.5 out of 5 stars
934

Performance

4.5 out of 5 stars
819

Story

4.5 out of 5 stars
820

Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In
Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.

4 out of 5 stars

Results over Activity? Results win

By
Amazon Customer
on
04-01-16

The Secrets of Closing the Sale

Included Bonus: Selling with Emotional Logic

By:
Zig Ziglar,
Tom Ziglar

Narrated by:
Zig Ziglar,
Tom Ziglar

Length: 17 hrs and 1 min

Original Recording

Overall

4.5 out of 5 stars
1,000

Performance

4.5 out of 5 stars
889

Story

4.5 out of 5 stars
888

Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!

5 out of 5 stars

Inspiring

By
Daniel
on
05-26-17

The Only Sales Guide You'll Ever Need

By:
Anthony Iannarino

Narrated by:
Anthony Iannarino

Length: 5 hrs and 54 mins

Unabridged

Overall

4.5 out of 5 stars
330

Performance

4.5 out of 5 stars
288

Story

4.5 out of 5 stars
283

Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.

5 out of 5 stars

Great read

By
Helpful Review
on
10-12-17

The Ultimate Sales Machine

By:
Chet Holmes

Narrated by:
Anthony Heald

Length: 9 hrs and 14 mins

Unabridged

Overall

4.5 out of 5 stars
1,595

Performance

4.5 out of 5 stars
1,122

Story

4.5 out of 5 stars
1,106

The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.

5 out of 5 stars

Absolutely EXCELLENT!!!

By
Matt Almassian
on
09-10-15

Exactly What to Say

The Magic Words for Influence and Impact

By:
Phil M. Jones

Narrated by:
Phil M. Jones

Length: 1 hr and 14 mins

Unabridged

Overall

4.5 out of 5 stars
4,229

Performance

4.5 out of 5 stars
3,610

Story

4.5 out of 5 stars
3,578

Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.

4 out of 5 stars

Handful of Good Scripts

By
A. Yoshida
on
05-28-18

Predictable Revenue

Turn Your Business Into A Sales Machine with the $100 Million Best Practices of Salesforce.com

By:
Aaron Ross,
Marylou Tyler

Narrated by:
Mary Jane Wells

Length: 5 hrs and 7 mins

Unabridged

Overall

4 out of 5 stars
526

Performance

4 out of 5 stars
440

Story

4 out of 5 stars
440

Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine.

3 out of 5 stars

Writing a book in the third person is just dumb

By
Jess
on
03-16-15

Pitch Anything

An Innovative Method for Presenting, Persuading, and Winning the Deal

By:
Oren Klaff

Narrated by:
Oren Klaff

Length: 6 hrs and 14 mins

Unabridged

Overall

4.5 out of 5 stars
8,429

Performance

4.5 out of 5 stars
7,344

Story

4.5 out of 5 stars
7,301

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million - and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary,
Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art - it’s a simple science.

2 out of 5 stars

Just a Teaser - No Real Content

By
Rick
on
11-03-15

Never Split the Difference

Negotiating as if Your Life Depended on It

By:
Chris Voss

Narrated by:
Michael Kramer

Length: 8 hrs and 7 mins

Unabridged

Overall

5 out of 5 stars
18,276

Performance

5 out of 5 stars
16,263

Story

5 out of 5 stars
16,116

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator.
Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head.

5 out of 5 stars

Needs PDF companion file

By
John L. Pinkowski
on
03-07-17

The Sales Acceleration Formula

Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million

By:
Mark Roberge

Narrated by:
Robert Feifar

Length: 6 hrs and 24 mins

Unabridged

Overall

4.5 out of 5 stars
547

Performance

4.5 out of 5 stars
498

Story

4.5 out of 5 stars
493

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.

4 out of 5 stars

A Book on Assembling a Sales Force and Some System, a Lot of Pitching for Hubspot

By
William J Hurst
on
04-27-16

The Psychology of Selling

Increase Your Sales Faster and Easier Than You Ever Thought Possible

By:
Brian Tracy

Narrated by:
Brian Tracy

Length: 6 hrs and 18 mins

Unabridged

Overall

4.5 out of 5 stars
1,874

Performance

4.5 out of 5 stars
1,571

Story

4.5 out of 5 stars
1,551

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

4 out of 5 stars

The performance killed it for me.

By
William A
on
12-25-15

The Little Red Book of Selling

12.5 Principles of Sales Greatness

By:
Jeffrey Gitomer

Narrated by:
uncredited

Length: 4 hrs and 26 mins

Unabridged

Overall

4.5 out of 5 stars
892

Performance

4.5 out of 5 stars
703

Story

4.5 out of 5 stars
693

Sharing strategies and answers from a lifetime of selling, Jeffrey has packed
The Little Red Book of Selling with the information you've been searching for. You'll learn a philosophy of success - long term, relationship-driven, and referral-oriented - that has nothing to do with manipulation or other old-world sales tactics, and has everything to do with understanding buying motives and taking ethical, relationship-building actions.

1 out of 5 stars

Questionable Advice

By
Fernando
on
10-16-09

Publisher's Summary

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

The Relentless March of Sales Theory

Would you consider the audio edition of The Challenger Sale to be better than the print version?

The audio version is a convenient way to read this book and grab its concepts.

Any additional comments?

The Challenger Sale builds on the concepts of Solution Selling and Value Based Selling suggesting that the selling environment has changed in the last quarter century. Indeed, rather than simply delivering a vision to the prospect's pain - teach or educate them to give them an ah-ha moment. This flips selling back to selling. "I have what you need and you don't know it."

Quantified Selling

I appreciate the research behind this sales model. I would prefer to use an approach that has been tried and tested; instead of an out of date methodology in new wrapping. It's definitely something I will be incorporating in my sales meetings.

Would have preferred the powerpoint version

Told in far too aggressive manner and is just a new version of an old story told with different words.

Has The Challenger Sale turned you off from other books in this genre?

I dont like reading books that can be better conveyed in a simple powerpoint presentation, supportted by a small training program. I do appreciate people who may not be well versed in sales, marketing and distribution getting some value out of this book, but to a seasoned sales person, it offered no new insights and it did not get me excited at all.

The best salespeople have always been, and always will be, those who are genuinely interested in people. Full stop. All the rest is pure common sense.

Who would you have cast as narrator instead of Matthew Dixon and Brent Adamson ?

no recommendation

What reaction did this book spark in you? Anger, sadness, disappointment?

Good Book, Latest Fad, Don't miss the good points

If you could sum up The Challenger Sale in three words, what would they be?

Good Information Nuggets

What was one of the most memorable moments of The Challenger Sale?

I thought the premise was a good one and they started well. They then took a road 'more traveled' as they bypassed the idea of personalities. I appreciate their proactive stance on explaining why they did this, however, it would have made the research complete and more credible had they reported on sales personality as to which may be more effective (Chapter 2). I couldn't stop thinking about that through the rest of the book, however, they did have some good nuggets of information that could be incorporated into a sales approach. Towards the end of the book, they suggested that the odds are high that an effective sales person would fall into the 'Lone Wolf' category, but it would be difficult to replicate this type of style given the definition of a 'Lone Wolf'. By all means, please read/listen to the book. I think this method is here to stay, for a while, and does contain some good points that one could put into action.

The title should be The Experienced Sale because..

Would you recommend this book to a friend? Why or why not?

it describes in detail the characteristics of an experienced salesperson's approach. Teach, tailor and take control are inherit of a seasoned pro. Teaching is something one is challenged to do without experience. I believe if a company decides to invest in the market research and training to bridge the gap of their new hires this book may have more application.

What do you think your next listen will be?

idk

How did the narrator detract from the book?

referencing other people's accomplishments

Do you think The Challenger Sale needs a follow-up book? Why or why not?

Powerful concept in a book that is an infomercial

The main concepts in this book are great. understanding the Challenger model can be a great asset inside the company or for an individual performer. However, the book seems to be much longer than it has to be as well as creating more and more complexity instead of simplification. Furthermore, the research cited does not seem to be collaborated by anyone except the authors and the numbers do not seem credible. Lastly, the way the book set up, turns it into a major infomercial for the business consulting company. that makes the advice less credible in my opinion. that said, I found the concepts in the book refreshing and useful.